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| About Buying New Cars: If You Know Their Rules ... You Can Play Their Games | |
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| Introduction | |
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| Buying Is Negotiating | |
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| Profile: The Ideal Salesperson | |
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| "Yes, Virginia, There Are Good Car Salespeople." | |
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| Understanding How a Dealership Operates | |
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| Identifying the Enemy | |
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| Floor Planning | |
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| Dealer Markup | |
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| Front-End Profits | |
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| Back-End Profits-Profits after the Sale | |
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| Dealer Hold-Backs | |
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| Your Trade-in as a Dealer's Profit Source | |
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| Dealer Financial Pressures | |
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| How "Supply and Demand" Impacts the Deal | |
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| Why Dealers Deal | |
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| "No-Haggle" Cars or the "No-Dicker Sticker" | |
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| The Nearly Impossible Dream | |
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| "Their" Selling Strategies-How the Salesperson Works | |
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| The Steps of the Sale and Controlling the Customer | |
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| Meet and Greet | |
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| Qualifying | |
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| The Presentation and Demo Drive | |
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| Overcoming Objections | |
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| The Close | |
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| Delivering the Car | |
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| Follow-up and Asking for Referrals | |
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| The Informed Auto Buyer | |
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| The Six Kinds of Buyers | |
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| Control Is the Key | |
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| Your Attitude-A Key to Success | |
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| Pre-Shopping Preparation | |
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| Assessing Needs Versus Wants | |
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| Evaluating the Vehicle | |
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| Options | |
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| Depreciation | |
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| Evaluating the Service Department | |
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| Getting the Retail Numbers | |
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| The Costs You Don't See | |
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| Other Sources of Savings-Yours! | |
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| Appraising Your Trade-in | |
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| Financing | |
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| Shopping for Your Vehicle | |
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| The Best Times to Buy a New Car | |
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| Targeting the Best Opportunities for Deals | |
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| Choosing a Pre-Shopping Attitude Strategy | |
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| Starting the Process | |
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| Agreeing on a Price for Your Trade-in | |
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| Negotiating the Deal | |
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| Rejecting Your Offer | |
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| The T.O. | |
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| Signing the Buyer's Order | |
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| F&I and the Back End of the Deal | |
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| Taking Delivery | |
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| Before You Sign | |
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| Warranty Agreements | |
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| Alternate Buying Strategies | |
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| "I May Have Started Too Low" | |
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| "Using the Fax" | |
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| "I Can Wait" | |
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| Advantage: Women | |
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| Dealership Ploys and Your Countertactics | |
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| System Selling-Beware Of | |
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| Wheeling and Dealing in a "Track Store" | |
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| Protecting Yourself in a Track Store | |
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| Glossary of Terms | |
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| About Buying Used Cars: How to Buy a Used Car and Not Get Taken | |
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| A Word about This Segment | |
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| Pre-Shopping Preparation | |
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| The Upside of a Used-Car Purchase | |
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| The Downside of a Used-Car Purchase | |
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| What Do I Need to Know Before I Shop? | |
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| Deciding Where to Buy a Used Car | |
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| Private Owners | |
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| Buying from Classified Ads | |
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| Franchise Automobile Dealers | |
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| Independent Used-Car Dealers | |
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| "Nearly New" Used Cars | |
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| Used-Car Pricing | |
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| Used-Car Warranties | |
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| More on Price | |
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| How to Determine the Wholesale Price | |
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| Using the Price Information | |
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| Determining the True Wholesale Value of a Private Seller's Car | |
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| Two Major Mistakes to Avoid | |
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| The Exterior Inspection | |
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| Body Condition | |
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| Tires | |
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| Suspension | |
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| Engine Condition | |
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| Engine RPMs | |
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| Listening to the Engine | |
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| Temperature Gauge | |
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| Ammeter or Voltage Gauge | |
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| The Exhaust System | |
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| Checking under the Hood | |
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| Fluid Checks | |
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| Battery | |
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| Looking for Accident Damage | |
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| Has the Car Been in an Accident? | |
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| Check the Car with "CARFAX" | |
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| The Interior Inspection | |
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| Odometer Mileage | |
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| Previous Maintenance and Care | |
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| Checking the Interior | |
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| Electrical System | |
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| Instrument Panel Lights and Gauges | |
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| Trunk | |
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| The Test Drive | |
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| Drive the Car | |
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| The Brakes-Straight-Line Stopping | |
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| Parking Brake | |
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| Check Acceleration | |
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| Engine Overheating | |
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| Checking the Alignment and Suspension | |
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| Detecting Transmission Problems | |
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| Standard Transmission | |
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| Driving Evaluation | |
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| Steering | |
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| Retest the Accessories | |
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| Check the Cruise Control | |
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| Engine Restart Test | |
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| Recheck the Fluids | |
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| Test-Drive Evaluation Checklist | |
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| The Professional Mechanic's Inspection | |
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| Brake Check | |
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| Engine Test | |
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| Charging System | |
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| Cooling System | |
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| Emission-Level Test | |
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| Other Checks | |
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| The Benefit to You | |
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| Negotiating Techniques | |
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| The Keys to Getting a Good Deal | |
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| How Much Should You Negotiate? | |
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| Prenegotiation Tips | |
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| During the Negotiation-Tips | |
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| Other Negotiation Strategies | |
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| Buying from a Private Owner | |
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| Before Closing the Deal | |
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| Taking Delivery-What to Check | |
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| When to Walk Away from a Used Car | |
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| It's Time to Take a Walk ... | |
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| About Leasing: To Lease or Not to Lease | |
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| Introduction | |
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| Question: Does Leasing Make Sense for You? | |
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| Some Leasing History | |
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| Leasing Terminology | |
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| The Basics of Leasing | |
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| The Case For and Against | |
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| Typically, the Leasing Advantages Are ... | |
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| The Disadvantages of a Lease Are ... | |
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| Leasing Unraveled | |
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| What to Take from This Chapter | |
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| Reading the Lease Ad | |
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| Making Your Own Analysis | |
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| Leasing When "They're Giving Them Away" | |
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| Deceptive Ads | |
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| How Long Should Your Lease Term Be? | |
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| Finding the Bottom | |
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| "Give Me Your Best Lease" | |
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| Getting the Lowest Payment | |
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| How to Calculate the Bottom | |
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| A Hypothetical Case | |
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| Leasing vs. Financing | |
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| Leasing Strategy | |
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| How Salespeople Sell Leases | |
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| Developing Your Strategy | |
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| Pre-Shopping Preparation | |
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| Evaluating the Vehicle | |
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| Getting the Retail Numbers | |
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| Determining the Invoice Cost | |
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| Appraising Your Trade-in | |
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| Shopping for Your Lease | |
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| Shopping for Your Vehicle | |
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| Negotiating the Deal | |
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| Taking Delivery | |
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| End of Lease | |
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| Selling Your Leased Car | |
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| The Upside and Downside | |
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| About Buying on the Internet | |
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| What's on the Internet | |
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| Manufacturer Sites | |
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| Pricing Guides and Information | |
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| Online Car-Buying Services | |
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| Used-Vehicle Listings | |
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| Auction Services | |
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| About Buying at Auction: So You Want to Try Your Luck at the Auction? | |
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| Introduction | |
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| About Auctions | |
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| How You Can Gain Access to Dealer-Only Auctions | |
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| About "All Other" Auctions | |
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| How to Survive Car Auctions | |
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| A Strategy | |
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| Some Stuff to Know or Find Out | |
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| About Car-Buying Services: An Alternative Buying Strategy | |
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| Introduction | |
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| What Are Car-Buying Services? | |
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| Brokers, Car-Buying Services, and Information Providers | |
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| How They Buy for Less | |
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| Six Different Buying Services | |
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| Ask Questions First! | |
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| Are They Really a Good Deal? | |
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| About Selling Your Car: How to Get More for Your Car by Selling It Yourself | |
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| Introduction | |
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| The Disadvantages | |
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| The Advantages | |
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| The Used Market | |
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| Getting Your Car Ready to Sell | |
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| Assessing Your Car | |
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| Assessing Your Evaluation | |
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| Putting a Price on Your Car | |
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| Determining the Wholesale Price | |
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| Pricing Psychology | |
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| Setting the Price | |
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| Advertising | |
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| Sell the Assets | |
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| Advertising Options | |
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| Writing Ads That Sell | |
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| When to Run Your Ad | |
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| Let the Selling Begin! | |
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| When They Call | |
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| What Should You Ask? | |
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| When the Prospect Arrives | |
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| You as the Seller | |
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| The Test Drive | |
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| The Negotiation | |
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| Closing the Deal | |
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| Closing Checklist | |
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| The Checklists | |
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| About Buying New Cars | |
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| About Buying Used Cars | |
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| About Leasing | |
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| About Selling Your Car | |
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| Index | |